S02E22 – Cushman and Wakefield with David Anderson


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David Anderson has worked for decades in the property management and acquisition business. He’s the perfect bellwether to figure out the state of the economy. He and Tim debate the likelihood of a recession and where the industry is headed.

S02E21 – Death of a Salesman with Andy Rutledge


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Being a salesman sucks. Especially if you’ve just started in a new territory or with a new company. By month six you’re ready to quit. You’re depressed. You’re frazzled. You have no one to turn too. Now you do. On today’s episode Tim shares how you can get over the hump and really succeed.

He’s joined this week by Andy Rutledge, a relatively new salesman at Stadia.  He is in the midst of dealing with the desert that is month six at a new sales job.  Tim provides some counsel to his younger counterpart.

The problem is that success for a sales person is hard to see in the moment.  Success means money and even if you’ve been making some deals you won’t see the fruits of that labour for at least another three months.  That means you have to have a robust sense of self.  You have to believe that you’re succeeding.  Otherwise the voices in your head are going to take over an make your life miserable.

 

S02E20 – QuadReal with Cheryl Gray Part 2


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Cheryl Gray is a titan in the Toronto real estate industry. In the second part of our conversation we discuss the looming recession and about how to build real relationships in a digitized age.

I was also extremely eager to talk with Cheryl about how young companies can get a foothold in the industry. Cheryl is untouchable to the average trade or vendor. She explained how an up-and-coming company can get the attention of a big player like Quadreal. This is must have information for start-up companies!

S02E19 – QuadReal with Cheryl Gray – Part One and Two


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I actually got goosebumps when my guest this week agreed to appear on the show.  I’ve know Cheryl Gray for something like 30 years now.  Over that time she has become one of the most powerful women in Canadian real estate.  Cheryl is an Executive Vice President at QuadReal Property Group which manages a $24 billion portfolio spread over 17 countries.

Over the first part of our conversation Cheryl and I dig into her history in the industry.  She first started in the industry in recession-plagued 1980’s Calgary.  She and her husband relocated to Toronto in the late 80’s where she began her rise through the industry.

Cheryl and I also discuss the growth of QuadReal and she details what a property manager really does.  I, of course, try to get to the truth about what a vendor has to do to develop a relationship with a company as huge as QuadReal. (Hint: BE DEPENDABLE!)